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The Value Selling Process

Your customer is looking for the best results, and it is your job to show them they need you to achieve these results. Show them how you will add value to their business. To sell on value, you must understand…

5 Value Charts that Make an Awesome First Impression

First impressions matter, especially during an initial meeting with a prospective customer. They matter because it’s your best chance to convince customers that your solution can deliver superior value. But exactly how you communicate your superior value is a challenge…

What Dirty Dishes Taught Me About Communicating Value: A B2C Example for B2B Professionals

A long, long time ago there was a television commercial for dish washing detergent (so long ago, that you used it in a sink not a dishwasher). It showed a head-to-head comparison between a premium dish-washing liquid versus a “bargain”…

Value Selling: How Great B2B Organizations Succeed

Value-based selling helps sales fill the pipeline, close more deals and realize better prices. The benefits are clear. So why aren’t companies more effective in implementing value selling?   B2B enterprises commit to selling customer value. They invest time and…

Quantifying Customer Value: How Good Do the Data Have to Be?

The benefits of value-based strategies are clear.1 B2B enterprises win by selling differentiated offerings. They win profitably by realizing prices that reflect the customer value of that differentiation. They win profitably and consistently by understanding and communicating the value of…

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